Client: 

E2open

Location: 

Foster City, CA

$74 Million Software-as-a-Service (SaaS) Company (Nasdaq: EOPN) with Venture Capital Investors including Crosspoint Venture Partners, JK&B Capital and Invesco Private Capital

Challenges
  • As leadership prepared for Initial Public Offering (IPO), scaling the global sales team through aggressive hiring ramp became a fundamental lever to maximizing revenue growth
  • While properly positioning the company in the marketplace, marketing and sales leadership lacked the capacity to equip sales professionals with messaging and business cases that articulated compelling value
  • Growing volume of sales cycles concluding in “no decision”
    Lack of common sales process inhibited forecast accuracy and sales team productivity
Results
  • Accelerated bookings from $56.9 Million (2010) to over $125 Million (2013) while the number of new customer logos acquired grew from 13 to 24 in the same three-year period
  • Enhanced delivery of differentiated messages to buyers through enablement of tenured and new-hire sales professionals with buyer-level messaging framework and related sales kit assets
  • Accelerated time to “revenue positive” for new sales hires through tailored on-boarding curriculum and interim sales enablement services coupled with on-going coaching
  • Significantly reduced “losses” to “status quo” by reinforcing discovery techniques for amplifying buyer pains and equipping sales teams with business case models that prove undeniable return on investment
  • Tailored sales methodology to align sales process with buying journey while improving forecast accuracy and field productivity

“Mereo’s ability to understand the business that we’re in, the market we’re after and the specifics around selling what we sell – and then tailor the revenue performance blueprint to all those facets has been a game changer for Ariba.”

DAVID PACKER
Chief Sales Officer & Executive Vice President, Global Sales